Curious how to motivate commission sales people? ​ Pay higher commissions right? Won’t a high percentage naturally motivate a commission...

The practitioner or the process? Is a high conversion ratio the results of the process, or the rep? Should your sales department...

Since we work with many brand new startup companies, and since the finances of a startup and the finances of its owner are often...

There are few things more challenging than hiring sales people on straight commission. While most sales people will agree that commission...

What you said: “You’re hired, you start training on Monday. Here is your territory, here are your leads, you’ll make 50 calls daily,...

At least a twice a month we get a call from an upstart suggesting we construct their sales department on a performance basis. What that...

The DOA. Why do some sales applicants who appear to be gung-ho in the interviews drop out without so much as dropping you a line? I’ve...

If you’re an upstart and on a tight budget you’re likely considering “commission only” as a route to build your sales team. Having...

Is it time to outsource? To help you answer this question here are a few scenarios with corresponding "Yes" or "No"s followed by a brief...

If you are reading this there is a good chance you are hiring or have considered hiring full commission sales people. Having hired...

Taken from our comprehensive Manual for building remote sales departments, below is the structure that we use to create job descriptions...

You drop hundreds $$ on job ads and watch the applications roll in. Then you begin to notice that most, if not all of your applicants...

On the subject of sales compensation. Our friends over at Time to Hire compiled an extensive list of real comp plans from real employers...

Taken from our comprehensive How To Manual for building remote sales departments, Here's a few quick tips on screening job applicants: As...

Last week we shared some short hand interview questions which we utilize to keep our interviews efficient and on track. Alternatively, if...

If you are in the process of hiring and interviewing for a new sales position we encourage you to have a list of questions prepared...

In the startup world it's typical for entrepreneurs to search their inner network for sales talent. Most of us know someone who is out of...

Recently a sales applicant who failed to read the job description before applying for the job replied to my email, politely saying that...

What if you could genetically engineer your prefect sales rep? what would that look like? You may have noticed that some sales reps can...

A survey released by Upwork and the Freelancers Union indicates that the number of US freelancers hit 57.3 Million this year, or 36%, up...